Category Archives: listening skills
In Part I of this series, I focused on the strategy of questioning skills — the “what” to ask. In Part II, we’ll move on to the best way of asking sales questions — the “how.” The elements involve proper empathy, pacing, and back-and-forth dialogue.
The objective is to have a two-way dialogue with the client so that the meeting doesn’t feel like an interrogation. The skills for achieving this include acknowledging, little nods, and paraphrasing back — “If I hear right, Mr. Client, what you’re saying is …” You become an active listener, being there in the moment instead of thinking about your next question or your next meeting. You demonstrate empathy.
I’ll share a true example of how not to do it. This comes from the time of the global financial crisis when a salesperson meeting with a client began the conversation by asking, “How’s business?” He said it more as a throwaway icebreaker as he was getting himself settled. The client was an entrepreneur who had grown the business to several hundred employees, including family members. The client responded, “To be honest, this has been the toughest of my 20-plus years in business. I nearly lost everything. I couldn’t even sleep at night, thinking about the impact losing the business would have on my family and employees.”
How did the salesperson respond? He said, “Oh OK, so what I wanted to talk to you about today was …” » Continue Reading.